Nothing is more boring than a presentation full of bullet points and images of people shaking hands. Let’s face it, most sales presentations are enough to cure even the worst case of insomnia.
I try to keep the meeting conversational and use the presentation only for a visual reference. It can also be a good security blanket to fill in awkward moments or if you’re having a hard time getting the prospect to contribute to the conversation.
To prepare for your presentation, first, make sure you’re familiar with everything in my posts on Five Steps to Prepare for a New Prospect Meeting and How to Run a Successful First Meeting. Then review the following.
Planning the Presentation
If possible, do the presentation in the morning when everyone is alert and not worn out from the day. If the morning doesn’t work, at least try to avoid right after lunch. Early afternoon is when many people get brain fog from eating too many carbs at lunch. Conversely, there is also an advantage to being the last vendor to present. If you miss talking about something that your competitors already offered, the prospect may ask you about it.
Do the presentation face to face and not by video conference. You will pick up non-verbal cues if you’re face to face with the prospect. Avoid having team members call in. Having someone on the phone while you’re there in person rarely goes well.
Decide which team members to bring with you based on what’s most important to the prospect. For example, don’t bring your e-commerce specialist if the customer has no questions or concerns about e-commerce. Everyone that attends should contribute to the meeting and have a role.
Building the Presentation
Determine the 3-5 most important points to make and create your presentation around this. One point can be to verify that you can meet or exceed the prospect’s requirements. Other points can be about your differentiators, how you will lower their cost, the implementation process, etc.
Provide specific examples of their problems and your solutions. This is an excellent time to tell success stories.
Lay out the process to start buying from your company. This may include your transition plan, suggested resources on their side, timeline, etc. Keep it simple.
It’s better to use images and graphics than to use bullet points. If you must have bullet points, use no more than 4 per slide.
Doing the Presentation
Start the presentation on a high note and keep them interested throughout, but save the best content for the end. You always want to finish strong to leave a memorable impression. Think of what they want to hear from you, and then deliver it.
Have your proposal with you. Be prepared to reference your proposal if the customer has a question about something that you offered.
Stand and deliver the presentation if there are more than a few people in the room. If there are less than 5 or 6 people in the room, sitting down would be a better choice. You can also start off sitting and then stand up to point to something that you’re referencing on the screen.
Be at the end of the table in front of the wall screen. This way, everyone is looking at you as you’re discussing the presentation. Have your laptop facing you, so you know what is on the wall screen without having to turn around.
Recap at the end. Someone once said, “tell them what you’re going to tell them, tell them, then tell them what you told them.” I forget who said that but it’s pretty smart.
“Provide specific examples of their problems and your solutions..”
– Michael Tattersall
At the conclusion of the meeting, ask if there are any questions or concerns. If there are no questions, bring up some commonly asked questions. Then make your closing statement, discuss the next steps, and their timeline. Schedule at least one next step. This time the next step may be for the prospect to make a final decision to select the winner. Will it be you?
Mindset – Genuine
As you describe why your product or service is the best choice for the customer, talk about mutual benefits. The customer will be suspicious if you claim that you only have their best interest in mind. Be honest. Show them how both companies will be successful as a result of your partnership.
Nutrition – Pumpkin Seeds
Go-Raw Pumpkin Seed Bars are high in protein, fiber, and omega 3s. These bars will help provide sustained energy, not a quick spike, like coffee. Bring some extras to share with the customer. It will make you more memorable.
Essential Oils – Lemon
Who doesn’t love the smell of lemon? Rub or spray a little lemon oil on your clothing instead of using cologne. Drink water with a couple of drops of lemon oil or inhale from the bottle to help clear out mucus and have a pleasant sounding voice.
